• Identify your current markets
• Identify prospective target markets
• Create a strategic sales distribution strategy
• Deliver new levels of agility for increased responsiveness

Following is a brief summary of each of the five steps:

Data cleansing
Your data is verified, correcting and standardizing the address information along with adding the ZIP+4. All duplicate records are identified, eliminating the waste associated with duplicates in the data. Your data is then run through our GeoCoder that adds the Lat/Lon so that your data can be mapped. This also adds census tract and block group which allows the data to be linked to demographic data.

Customer profiling
At this point your data is ready for the initial analysis that will help you determine your direction. The data is sent through our business or consumer analysis program to determine your penetration rates. This data is graphed and mapped to give you a perspective going into the most important steps of the SalesSmarts process.

Database expansion
The Business Coder adds SIC or NAICS codes or the Consumer Coder adds specific dempographic data to your customer lists. This step is necessary to continue with your territory allocation. After reviewing penetration levels, you can also add prospective companies or individuals to your customer database, which will be distributed to your sales representatives.

Territory allocation
At this point in the process, on our web interface, you select customers to create a custom territory and account base for each sales representative. This is where Sales Smarts truly gives you the unique capability to select specific criteria for each sales representative, sales team or sales distribution channel including:

• Distance – determine the range of each territory
• Standard Industry Classification “SIC” – be as general or   specific as necessary
• Size – predetermine size ranges then customize for each   representative or sales channel
• Existing or Prospective Customers – determine the percentage   for each sales channel

and much more…

The process should be repeated at regular intervals to keep the sales force aligned with the market as it changes. Our service also allows you to run “what if” scenarios to examine potential new markets.

Mapping and graphing
Your customers are sorted by industry classification or consumer demographics and displayed on graphs.
SalesSmarts also plots each customer on a map of your area to depict location by each sales representative or channel. Your new account data is then easily imported into your CRM tool.